# What do the insights mean?
How are the insights calculated?
Learn better with video? [Watch here](https://www.youtube.com/watch?v=dC-jo8nVL88&t=247s).
Looking for help _customizing_ your dashboards and reports? [Go here](/en/articles/5511505-how-can-i-make-custom-dashboards-reports).
The insights dashboard has 2 tabs in the top left: Revenue and Team.
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## What are the revenue insights?
### Revenue ๐ฐ
The total value of your **won opportunities**.ย ย ย
### Average sales cycle โณ
The average days until you **close a deal**.ย
Thatโs the amount of days from the date you create the opportunity to the date that you **drag it to won**.
The red or **green arrow & number** is the increase or decrease from **the period prior**.
You can change the period using the **filters** in the top right of the page.
### Average value ย ๐ธ
The average value of a won deal.
This is calculated by taking your **revenue divided by # won opportunities**
The % change is relative to last period.
### \# of won opportunities ย ๐
The amount of opportunities you've won this period. The number beside the won opportunities is the change in the number of **won deals vs. last period**.
If you're looking at a month and it's green, it means you've won more deals than last month. Keep up the good work. ๐
### \# of new opportunities ๐
The amount of new opportunities created in this period.ย
A good way to tell if you have more or less leads coming in than last period.
### Expected revenue vs. revenue goal
The top left number in black is the won revenue - itโs **what you already sold**.
The **black line** is at target (target = $230k). Set targets in [Settings \> Set targets](https://app.salesflare.com/#/settings/targets).
You can see in this example, the team **sold more** than the target for this year.
Throughout the period, it's important to have **higher expected revenue** than the target.
**How can you do this?** By filling the pipeline with lots of good deals.
Expected revenue is calculated by taking the **value in each stage** times the **probability** that an opportunity in that stage makes it to won. Then all of the stages are added together.
Make sure to set stage probabilities in [Settings \> Configure pipelines](https://app.salesflare.com/#/settings/stage).ย
### Revenue vs. previous year
This graph shows you the **changes based on period**.
It splits it up in the period based on what you've **filtered your insights on** in the top right.
For example, if you've filtered by year, it splits the graph up into quarters.
This way, you always have an idea of how you did **in different parts** of the period.
For example, this team **sold a lot in Q**1 but not as much in Q2, **and more in Q3 again**.
The light blue bars **represent last period**.
This gives you a quick visual of how you're doing this period compared to last.
The green arrow indicates you **did better this period** relative to last.
The revenue number listed below the bar is the **change in revenue** (green if higher or red if lower).
**When you hover** over the bars in the graph it shows you the **start and end of that period** and the **amount of revenue you made**.ย ย ย
### Top earning accounts
The total **sum of all won opportunities** per account.
Accounts are sorted in **descending order**.
### Top lead sources
Don't see **top lead sources** in your insights yet? Learn how to **enable lead source** [here](/en/articles/2443885-can-i-see-my-top-lead-sources-in-the-insights).
### Top lost reasons
The top lost reasons show the most common reasons why you've lost an opportunity. Learn how to **qualify your leads better** with this graph.
The **most common lost reasons** per pipeline appear at the top.
The percentage number tells you what percentage of opportunities were **lost for this reason** and the number of opportunities is shown in parentheses next to it.
Want to create custom lost reasons? [Here's how](/en/articles/1431794-how-do-i-add-a-custom-lost-reason-on-opportunities).
### Funnel analysis
The funnel analysis gives you an idea of how your opportunities are **moving across the pipeline**.
In the leftmost column, the black numbers in bold show **how many** of the closed **opportunities moved through the stage**.
In the next column, the gray text between brackets is the **average duration** that **opportunities remained in the stage**. This shows how the time between creating the opportunity and winning it is distributed among the different stages of your sales process.
The last column shows the stage name, together with some [more information](/en/articles/5782648-how-does-the-sales-funnel-analysis-work).
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## What are the team insights?
### Most active rep ๐
This adds tracked emails + phone calls + meetings per teammate.
The one with the most wins.
### Most sold by rep ๐
The sales rep with the most won opportunities.
### Average sent mails ๐
The average amount of tracked emails.
### Average calls ๐
The average number of calls.
### Average meetings ๐
The average amount of meetings held.
### Leaderboard quota per rep
Every rep gets a certain quota (or target) and this graph shows how the **rep is performing versus quota**.
Set quotas in [Settings \> Set targets](https://app.salesflare.com/#/settings/targets). You can set targets per pipeline and per year.
The **black line** represents the target set for that sales rep.
If the bar is red, it means that sales rep has not reached their target yet.
The **grey number** on the right is the **total value** that sales rep has sold in the period.
### Closing % per rep
Out of the opportunities a sales rep makes, **how many do they close**.
The black line is the **team average**.
### Activity per rep
This tells you the number of **tracked emails** sent, **phone calls** made and **meetings** held per sales rep.
Keep track of your **sales reps' activities** here by filtering different periods at the top.
### Slipping deals
Accounts are listed here when an o**pportunity has been created** that is not in the won or lost stage yet and you **have not interacted** with them.
The time period in gray represents **how long it's been** since you've interacted with the account.
**Follow up** on these opportunities to close more deals. ๐ช
### Closing %
The Closing % shows the distribution of where team members are **in terms of closing %**.
The black % number is the **team's average closing percentage**.
When you **hover over the bars** it tells you how many reps are **closing in this range**.
This graph is based on opportunity owner.
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Any questions? Ping us on the chat! ๐ฌ